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Show Your Value to a Prospect BEFORE Sending the Proposal

Show Your Value to a Prospect BEFORE Sending the Proposal

August 17, 2021 | By Maria Kelson | 4 Comments

You have prospects in mind you know you could help, and you’ve started a conversation with one or two of them.

Maybe that happened through a discovery call. Maybe it was through a Zoom networking event.

Or maybe you met them on a Slack channel for entrepreneurs.

(These are all methods my accountability group has used to connect with prospects.)

You want the person you talk with to understand the value you bring to her or his business — before quoting any prices.

How do you show your value in the casual back-and-forth that can happen before you send an official proposal?

Use a Very Specific Kind of “Customer Focus”



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About the Author

Maria Kelson

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4 Comments

  • Really good article, Maria! I haven’t had a chance to read the book, but I love the approach that you shared with us. Thank you!

  • This is such a different perspective! I am used to thinking of B2C in this manner, but not B2B. This is a mind shift and one that I am going to have to think about more deeply. Thank you for this perspective, and the reference to Shama Hyder’s book!

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